Personal Selling is any form of direct contact between a salesperson and a customer. The key factor that sets it apart from other forms of promotion is the two-way communication between the seller and the buyer. This communication can take place in a retail setting, in a business-to-business setting, and in telemarketing. Sales people need to research their products and their customers. The more a salesperson knows about both, the better prepared and the more effective she or he will be at offering customers solutions to their problems and meeting their needs. Certain aspects of a salesperson’s job will vary depending o where the selling takes place.

Key Terms:
Personal Selling
Business-to-business selling
Telemarketing
Consultative Selling
Feature-Benefit Selling
Product Features
Customers Benefits
Rational motives
Emotional motives
Extensive decision making
Routine decision making
Pre-approach
Prospect
Referrals
Endless chain method
Cold canvassing
Sales quotas

*Define selling and different types of selling situations
*Explain the purpose and goals of selling
*Differentiate between rational and emotional buying motives
*List three levels of customers decision making